WEBVTT 1 00:00:00.000 --> 00:00:05.120 The closer you can have the trust so that when you make the recommendation, it's like having a 2 00:00:05.120 --> 00:00:10.000 referral, the person will believe you because the way you're saying it is believe a ball. 3 00:00:10.000 --> 00:00:12.480 And the way to make it believable is to actually believe it. 4 00:00:13.280 --> 00:00:15.600 The wealthiest people in the world see business as a game. 5 00:00:15.600 --> 00:00:18.960 This podcast, the game, is my attempt at documenting the lessons I've learned on my way to 6 00:00:18.960 --> 00:00:22.800 building acquisition.com into a billion dollar portfolio. My hope is that you use the lessons 7 00:00:22.800 --> 00:00:25.760 to grow your business and maybe some may soon partner with us to get to a hundred million dollars 8 00:00:25.760 --> 00:00:31.280 in beyond. I hope you share and enjoy. I'm going to tell you the number one way to increase 9 00:00:31.280 --> 00:00:36.160 the percentage of sales that get closed by you and your team through systematic process. 10 00:00:36.160 --> 00:00:39.200 And if you don't know who I am, my name is Alex Mosey. I'm an acquisition.com. That's 11 00:00:39.200 --> 00:00:44.880 portfolio of service, coaching, e-learning, info businesses that do about a five million dollars 12 00:00:44.880 --> 00:00:51.440 year. And so the reason I want to make this is years ago I was recruited to bring in or to be 13 00:00:51.440 --> 00:00:56.240 brought in and flown in for a sales consultant gig, which I don't do and it was years ago. 14 00:00:56.240 --> 00:01:01.120 But the team was selling mortgage leads. And so what they wanted me to do is first half of the day, 15 00:01:01.120 --> 00:01:06.800 I took apart the actual sales script and re-scripted everything, kind of reframe the offer, all 16 00:01:06.800 --> 00:01:10.320 of that kind of stuff. And the second half of the day I was supposed to train the team, right? 17 00:01:10.880 --> 00:01:13.680 And so after spending the first half on that, talking to the founders, all that kind of stuff, 18 00:01:13.680 --> 00:01:16.480 the second half they had a nine person team and they were selling mortgage leads. 19 00:01:17.200 --> 00:01:23.440 And when I walked in, the first thing that I asked the team was, hey, and they were like, hey, 20 00:01:23.440 --> 00:01:26.240 this guy John's been kind of a problem. I was like, okay, cool. I was like, hey, John, 21 00:01:26.960 --> 00:01:31.040 how good are the leads? Whole team's there. It's quiet. I feel like pressure's on John. 22 00:01:31.680 --> 00:01:37.120 And he's like, well, I mean, they're, and I was like, I'm good. Thanks so much. And 23 00:01:38.160 --> 00:01:42.320 everyone was like, what is happening? I was like, dude, I can give you the best script in the world. 24 00:01:42.320 --> 00:01:45.520 I was like, but if you don't believe in the product, I was like, none of this is going to matter. 25 00:01:45.600 --> 00:01:50.640 I said, if you believed in the leads, I was like, you wouldn't even need the script, 26 00:01:50.640 --> 00:01:54.800 because if you were to ask me the same question and I truly believe that these leads were amazing, 27 00:01:54.800 --> 00:02:00.880 I was like, I would be like, dude, these leads are sick. I mean, right now my cousin is a real 28 00:02:00.880 --> 00:02:05.200 turn. I'm sending her leads right now because she's already building so much of a pipeline from it. 29 00:02:05.200 --> 00:02:09.280 I'm actually studying for a real turn exam so that I can, so I can buy these leads from this 30 00:02:09.280 --> 00:02:13.440 company and not even sell these, but sell houses instead, right? Because houses have a bigger ticket 31 00:02:13.440 --> 00:02:18.800 than these leads do, right? And so for me, like, I'm just basically waiting to get through to that 32 00:02:18.800 --> 00:02:22.960 point so that I can move out on my own. But yeah, I mean, these leads are awesome. So the way that you 33 00:02:22.960 --> 00:02:28.400 talk about the products that you have will indicate the level of conviction that you have. And 34 00:02:29.120 --> 00:02:35.120 the best salespeople are true believers. And you, that's why a lot of great salesmen come from 35 00:02:35.120 --> 00:02:39.600 clients who've used the products and services if it makes sense for them for their life and whatnot. 36 00:02:39.600 --> 00:02:45.200 And so people will believe, like, if you think about what sales really is, it's a transference 37 00:02:45.200 --> 00:02:49.280 of conviction. And so you've got some person who doesn't believe, one person who does believe, 38 00:02:49.280 --> 00:02:54.960 and trust is what completes the transfer. And you have to duplicate the conviction in this person, 39 00:02:54.960 --> 00:03:01.200 in this person. And so if a salesperson doesn't believe in the product, they have no way to transfer 40 00:03:01.200 --> 00:03:05.440 the conviction because they have no baseline of conviction to work off. And a different version of 41 00:03:05.520 --> 00:03:11.680 this happens when people start hot, they do really well and all of a sudden they start not selling as 42 00:03:11.680 --> 00:03:15.760 well. It's not because they don't know how to sell. And training is not the thing that's going to 43 00:03:15.760 --> 00:03:20.640 fix the problem because they're already closing before. And they're not closing now. It means they've 44 00:03:20.640 --> 00:03:25.440 changed something. And oftentimes it's because they've heard something from one of the prospects that 45 00:03:25.440 --> 00:03:31.360 they sold that something was not good. And so the way to prevent this and to actively increase 46 00:03:31.360 --> 00:03:37.760 conviction, which is what's going to change the way they say the words on the script is by actively 47 00:03:37.760 --> 00:03:42.640 having a process to make them believe, right? And so obviously the way to make a believe is to 48 00:03:42.640 --> 00:03:47.200 actually have a good product. But in terms of systematizing that, it's having a regular cadence 49 00:03:47.200 --> 00:03:51.680 between customer success and sales. So this is me getting a little bit operational with you, 50 00:03:51.680 --> 00:03:56.640 but this is how it works. You meet weekly and you have both teams on and the people from customer 51 00:03:56.640 --> 00:04:00.960 success share the wins of the clients who are going through the program. That's on a weekly 52 00:04:00.960 --> 00:04:05.360 basis. That's a long form format. It also serves as a way for them to talk back and forth to 53 00:04:05.360 --> 00:04:08.480 each other. The sales team can see what's happening on the customer success side. It's customer 54 00:04:08.480 --> 00:04:12.480 success side. I can see what's happening on the sales side. And you create cross departmental 55 00:04:12.480 --> 00:04:16.560 knowledge, which is really useful because the sales team knows not to say some things because 56 00:04:16.560 --> 00:04:20.640 people are misunderstanding them. And the success team is giving the sales team ammunition for the 57 00:04:20.640 --> 00:04:25.840 things that they know that they're doing to deliver that makes them more convicted. On top of that, 58 00:04:25.840 --> 00:04:31.040 you should have a pipeline that is established for customers where you can collect testimonials 59 00:04:31.040 --> 00:04:35.840 and reviews. And what you do is in the best case scenario, you have that client hop on with the 60 00:04:35.840 --> 00:04:40.400 sales team and explain their story. And I can tell you this because me firsthand, 61 00:04:41.200 --> 00:04:45.680 one of the things that I realized when I looked at our stats was that on Saturdays and particular 62 00:04:45.680 --> 00:04:49.200 Saturdays, we were closing like a hundred percent of people walking the door and I was like, 63 00:04:49.200 --> 00:04:53.920 huh, what's different about these days at my facilities versus the days that we're not, 64 00:04:53.920 --> 00:04:58.160 you know, we're closing a normal amount. And it turned out that those days were the days that we 65 00:04:58.160 --> 00:05:02.240 would actually do the wayouts for our program. So people would finish their six week or their 66 00:05:02.240 --> 00:05:06.560 12 weeks or whatever it was. And we would do all the wayouts on the same day. And so it's kind of 67 00:05:06.560 --> 00:05:10.400 like a graduation ceremony. So everyone steps on their cry and they're losing weight. They feel 68 00:05:10.400 --> 00:05:16.560 amazing. But all of my team was there. And so when we had sales consults that were that morning 69 00:05:16.560 --> 00:05:21.280 or throughout the graduation day or right after the graduation was all fresh in their mind, 70 00:05:21.840 --> 00:05:26.400 they would, when someone would walk in, it's like the sales took half as long because the belief 71 00:05:26.400 --> 00:05:30.800 and the conviction was so strong in the salesman, it overcame the fears and the doubts of the 72 00:05:30.800 --> 00:05:38.800 prospect, right? And so in a lot of ways, you have to compensate for lack of conviction with training 73 00:05:38.800 --> 00:05:44.800 and, you know, learning logical base frameworks and learning how to have excellent conversation, 74 00:05:44.800 --> 00:05:49.040 right? That that help people make decisions. But if you truly believe, and if you think about how 75 00:05:49.040 --> 00:05:55.600 we buy things as prospects, we buy these things because somebody recommends them and we believe 76 00:05:55.600 --> 00:05:59.760 the person, like think about an organic buying process, right? Someone says, hey, have you gone 77 00:05:59.760 --> 00:06:03.840 to that sandwich shop? It's awesome. Like, you're like, well, great. I'm going to go there, 78 00:06:03.840 --> 00:06:08.640 right? Like, why would I not? And so the closer you can have the trust so that when you make the 79 00:06:08.640 --> 00:06:13.440 recommendation, it's like having a referral, the person will believe you because the way you 80 00:06:13.440 --> 00:06:18.400 are saying it is believe a ball. And the way to make it believable is to actually believe it. 81 00:06:20.560 --> 00:06:25.280 Big guys, love that you're listening to the podcast. If you ever want to have the video version 82 00:06:25.280 --> 00:06:29.680 of this, which usually has more effects, more visuals, more graphs, you know, drawn out stuff, 83 00:06:29.680 --> 00:06:33.920 sometimes it can help hit the brain centers in different ways. You can check my YouTube channel, 84 00:06:33.920 --> 00:06:38.320 it's absolutely free to check that out if that's what you are into. And if not, keep enjoying the show. 85 00:06:38.800 --> 00:06:47.920 And so having a structured process of increasing the conviction of the sales team is a way to massively 86 00:06:47.920 --> 00:06:54.400 increase the closing percentages of your team, not based on skill, but based on heart. And so if 87 00:06:54.400 --> 00:06:58.240 you can bridge that gap between the customer success and the sales team, and you can do that both 88 00:06:58.240 --> 00:07:02.000 internally and externally, internally because you have processes, externally because you get those 89 00:07:02.000 --> 00:07:07.040 customers on the call so they can hear the stories, but also you and the sales directors can read 90 00:07:07.040 --> 00:07:12.320 those testimonials every single day to them in the morning. And I like that because it sets the 91 00:07:12.320 --> 00:07:18.480 cadence for the day because it reminds us why we do what we do on a regular basis. Why am I taking 92 00:07:18.480 --> 00:07:22.640 these calls? Why am I knocking on these doors? Why am I setting up shop and collecting leads at 93 00:07:22.640 --> 00:07:27.280 the whole food so that we can make sales later? Why am I doing this? I'm doing this so that I can 94 00:07:27.280 --> 00:07:32.320 be a part of this transformation. These people are going through as a result of whatever products 95 00:07:32.320 --> 00:07:37.440 and services we sell. And so customer support and sales, I feel like are very similar in that. 96 00:07:37.440 --> 00:07:42.800 They get beat up all day long and sales people especially. So this is for the founders and the CEOs 97 00:07:42.800 --> 00:07:47.200 are going out there and they're fighting for you every single day. They're the front line in my 98 00:07:47.200 --> 00:07:52.480 opinion. They're the offensive line of the team. They're just pushing. They're in the in the trenches 99 00:07:52.480 --> 00:07:56.960 moving the ball forward every, you know, one, two yards at a time. They're chipping away at it. 100 00:07:57.040 --> 00:08:04.160 And they're pushing your products forward every single day on your behalf. And so the biggest 101 00:08:04.160 --> 00:08:07.760 thing that a sales director and if you were the sales director because your business is smaller 102 00:08:07.760 --> 00:08:13.760 is that you have to breathe conviction into them because their conviction can wane over time. And 103 00:08:13.760 --> 00:08:18.480 it's a cup that has to be refilled because it's that conviction that they're spreading to all the 104 00:08:18.480 --> 00:08:22.560 prospects. And the thing is the prospects are spreading doubt into them. And so you have to fill 105 00:08:22.560 --> 00:08:26.800 it up from your side so that they can become deluded and then get refilled, right? Which is why 106 00:08:26.800 --> 00:08:30.400 a good salesperson comes in. They can crush and all of a sudden they start going down. It's not 107 00:08:30.400 --> 00:08:33.120 because of skill because they already had the skills. They already knew how to they already knew 108 00:08:33.120 --> 00:08:38.480 how to close and they came in. The problem was their mojo is off. All right. And so this is fundamentally 109 00:08:38.480 --> 00:08:44.080 about fixing mojo within a sales team, which is just getting them to believe and reminding them 110 00:08:44.080 --> 00:08:47.360 to believe, which is why one of the biggest things I have in sales is we need to be reminded more 111 00:08:47.360 --> 00:08:53.600 than we need to be taught. Like people who believe in something automatically sell it. And I'll give 112 00:08:53.600 --> 00:08:58.080 you a final final example to drive this point home. I'll just use the the Christian community 113 00:08:58.080 --> 00:09:02.080 overall or really just any kind of religious community in general. A big part of most faiths 114 00:09:02.080 --> 00:09:09.040 is spreading the faith, right? And you can tell when someone truly believes the faith they're on 115 00:09:09.040 --> 00:09:15.360 fire with the face because they they truly believe it. And it's not like people go through sales 116 00:09:15.360 --> 00:09:22.080 training, right? To bring people to faith, right? They just truly believe in it. And if you've ever 117 00:09:22.160 --> 00:09:27.840 been around someone who has absolute conviction because conviction, and this is a key point, 118 00:09:27.840 --> 00:09:32.000 is not do you believe in the product? Do you not believe in the product? But to what extent do you 119 00:09:32.000 --> 00:09:38.240 believe in the product? How much and how deeply do you believe that is the predictor of your 120 00:09:38.240 --> 00:09:43.040 ability to close, right? A massive predictor of your ability to close, which is why so many founders 121 00:09:43.040 --> 00:09:46.560 are always some of the best promoters for their businesses because they believe in it more than 122 00:09:46.640 --> 00:09:52.720 everyone else and they should be. But you can duplicate that ability in getting other people to 123 00:09:52.720 --> 00:09:57.600 believe by having a process in place to do so and understanding that the training of the blocking 124 00:09:57.600 --> 00:10:00.720 tackling in terms of like say this and that and say this and that. Sure, it's important. It's good 125 00:10:00.720 --> 00:10:05.280 to have those their tools, right? They're tools that you have in your tool belt. But the fundamental 126 00:10:05.280 --> 00:10:10.640 work ethic that someone will fight and their desire to actually help someone is the difference 127 00:10:10.640 --> 00:10:14.480 between them thinking about themselves so they can get the commission check and then thinking 128 00:10:14.480 --> 00:10:18.400 about the prospect and how this person is missing out on something that's genuinely going to 129 00:10:18.400 --> 00:10:21.760 help them and really transform their life and really solve the problems that they have. And they 130 00:10:21.760 --> 00:10:26.640 will fight for the sale so much longer because they genuinely want this person to win because they 131 00:10:26.640 --> 00:10:31.840 genuinely believe that your products and services are actually going to help them. And so bridging 132 00:10:31.840 --> 00:10:36.800 that gap and understanding this for myself was so important because a lot of times we get obsessed 133 00:10:36.800 --> 00:10:39.680 with the the drills and all of the stuff and you have to do that stuff for sure. You have to 134 00:10:39.680 --> 00:10:43.760 drill. You have to understand how to say the words and all that kind of stuff. But the heart, 135 00:10:43.760 --> 00:10:48.160 if you can if you could change the heart and you can depth them, right? Because it's not just like I 136 00:10:48.160 --> 00:10:53.920 said, it's not just do they believe, but how deeply convicted can I get this team to be? And that 137 00:10:53.920 --> 00:11:00.320 is where having proof where you're actively selling your sales team, that is where you'll get the 138 00:11:00.320 --> 00:11:05.520 outsized returns in my opinion on increasing the effectiveness of the team is that they truly 139 00:11:05.520 --> 00:11:09.920 and deeply to their core belief and the last point that I was making is if you've ever been around 140 00:11:09.920 --> 00:11:15.360 someone who truly believes in something and it's like kind of insane, right? Whatever the thing is, 141 00:11:15.360 --> 00:11:20.400 like it could be aliens, it could be whatever, right? Like something crazy, but they're like so sold 142 00:11:20.400 --> 00:11:25.840 on it. There's an element of yourself that wonders if you're right because you have conviction too 143 00:11:25.840 --> 00:11:33.120 in whatever you believe. And so you see their depth of conviction, their depth of faith in the thing 144 00:11:33.120 --> 00:11:38.880 that they have concluded. And the deeper it is, the more you start to question your own beliefs, 145 00:11:38.880 --> 00:11:46.400 which is why the pastors of huge churches typically have deep, deep faith. And if like there's a 146 00:11:46.400 --> 00:11:51.040 lot to study in terms of converting people literally because you're changing someone's entire 147 00:11:51.040 --> 00:11:56.160 worldview. And so if you study the process that people come to faith and how they convince others 148 00:11:56.160 --> 00:12:01.360 to come to faiths, in general, there's a lot of elements of selling that occur there, right? 149 00:12:01.440 --> 00:12:07.440 In helping people make decisions to help themselves. And so the person who typically does the converting 150 00:12:07.440 --> 00:12:11.840 can never believe less in the thing that they're trying to convert someone into than the person 151 00:12:11.840 --> 00:12:17.040 who's being converted, right? The person has to believe in your conviction more than they 152 00:12:17.040 --> 00:12:22.240 believe in their doubt and the story that they have been telling themselves. And so the skills 153 00:12:22.240 --> 00:12:28.320 are simply a way to clearly communicate and build trust so that your conviction can be transferred. 154 00:12:28.320 --> 00:12:34.240 But it starts with having the conviction to begin with in order to initiate the transfer over 155 00:12:34.240 --> 00:12:38.640 the bridge of trust. And so this is the number one thing that I see missing from sales trainings. 156 00:12:38.640 --> 00:12:43.200 And it's one of the easiest things that we can do to implement in a team or even in yourself to 157 00:12:43.200 --> 00:12:46.320 improve your numbers overall on your business, all right? And if you don't know why I'm, 158 00:12:46.320 --> 00:12:49.600 I probably said it earlier, but if I didn't, my name's OxygenMozzy, we own acquisition.com. 159 00:12:49.600 --> 00:12:55.120 It's a portfolio of services, info, coaching, course businesses that do about $85 million 160 00:12:55.120 --> 00:12:58.240 a year, and I've nothing to sell you. All right. And so I make these because I strongly 161 00:12:58.240 --> 00:13:02.320 want a lot coming up. And I just, if there's any lessons that I can share, I prefer that my pain 162 00:13:02.320 --> 00:13:10.400 not have been in vain. All right. So lots of love. Bye.